Sell More PT by Not Making It So Personal and Ease the Pressure on Selling More New Gym Memberships

Over the many years as I have traveled the country helping gyms and observing the inner workings of the clubs and staff and I can truly say that personal training is a profit center that is most often hurt by the approach of the people who have the best shot at building its profits! Take a guess... You read my mind! Yes! I am talking about the trainers.I understand it is called personal training. It is called personal training because it is to be personalized for the client by the trainer. The problem I see is most trainers miss out on selling a higher percentage of personal training to potential clients because they look at it backwards. They look at is as their personal training and not the clients. Do you understand what I am saying? Let me make it clear. The client does not want to be in the gym 5 days a week and eating 7 small meals a day with shakes and pills to carry around and gulp down while at work just because that is what you like to do. Take a step back from what you think needs to be done to achieve great results and give the client something they can see as a realistic program for them to follow that will still yield the desired results even if it takes a little longer. By default some people will buy from a trainer selling these extreme programs we dream up and some will even follow them. Understand to truly be successful at personal training you must also be able to sell to people who do not want to go to the extreme and change so much in their lives to be more fit.Here are a few things to try and do.>Forget the trainer talk use words that normal people can relate to and understand.
>Listen twice as much as you talk.
>Help create a mental image of how they are going to look and feel in the near future by working with you.
>Relax and do not overwhelm them with information overload.
>Tell them the plan to get them to their goals and how much the investment will be then ask how they are going to pay for it today.You are scaring away 60% of the people that you could be helping by overwhelming them with all the extreme changes you want them to make in their lives. On top of taking them way outside of their comfort zone you want them to pay you to do it! That is not a winning formula for closing personal training clients. Just relax and ease them into a healthier way of life and if farther down the line they want more then turn up intensity of how the program.Try to think back to when you first started your quest to heath and fitness. It is a ton of information to take in.